Sales force automation: a powerful term that evokes the image of tech-savvy sales superheroes, professionals who are unencumbered by manual processes, agile customer advocates with the tools and resources they need to seize opportunities as they come. Sounds like the makings of a wildly successful sales team, doesn’t it?
Fortunately, the benefits of sales force automation (with or without the sales superhero metaphor) are within your reach, thanks to today’s cloud-based CRM solutions. When needing to gain better visibility into their sales and marketing efforts—a 360-degree perspective of customers, financials, and other revenue drivers—we recommend organizations implement Microsoft Dynamics 365 for Sales, a CRM solution that includes robust sales automation functionality.
Let’s take a look at the solution and explore how you can put it to work to take your organization’s sales efforts to the next level.
Unpacking the Sales Force Automation Buzzwords
Trendy descriptors like “build one-to-one relationships,” “accelerate opportunity management,” and “streamline sales execution and support” are used to convey the powerful capabilities and benefits of sales force automation. But in simple terms, sales force automation is the use of technology to automate the processes associated with sales and customer relationship management so companies can be more successful.
Think of a large-scale digitization of the Rolodex, weekly calendar, and general ledger: every conceivable piece of data and process a modern sales team needs to keep track of customers and maximize sales is brought together—and then tied back to the business as a whole.
By automating manual processes and putting data and insights at the fingertips of an on-the-go sales team and decision-makers back at the office, a cloud-based, built-for-sales CRM enables organizations to take control of:
- Pipeline management
- Sales forecasting
- Sales process management
- Performance analytics
- And more!
How does it work? That is, how does sales force automation enable a sales team to increase productivity, boost sales, and maximize customer relationships?
Delivering Data-Backed Insights That Help Build Relationships
Microsoft Dynamics 365 for Salesgives your business users access to the customer insights they need to move each customer relationship forward. These insights go far, far beyond contact information: they are related to how customers engage with emails and even social media—behavioral markers that help sellers understand how, when, and what to communicate with customers whether they’re generating leads, nurturing connections, or driving sales.
This relationship management piece is managed via integration with LinkedIn Sales Manager and incorporates the technology that’s required to personalize messages and interact in real-time, even using the Office 365 tools they’re already using to stay productive.
Providing Tools That Boost Productivity and Sales
On the topic of sales team productivity, salespeople have a unified view of
accounts, contacts, and even third-party events, so they’re able to take action on more information, more quickly. They’re not signing on to one system to look up customer contact information, logging into another to review account data, and then toggling over to an internet browser to explore additional insights—it’s all there in front of them on their desktop or mobile device.
From there, other administrative and sales-related tasks flows are automated, giving sales users a place to fast-track answering both vendor and customer service questions. Partners can be given views into interactions that help them more smartly manage their opportunities, creating a win-win for all parties that strengthens strategic relationships and keeps business flowing.
Aside from providing deep insights into customers and sales opportunities, Microsoft Dynamics 365 for Sales offers best practices, interactive help, and documentation that makes it easy for sales managers and their teams to track progress. They’re able to set goals, monitor results, provide feedback and coaching, and even participate in sales contests that leverage gamification.
Is Microsoft Dynamics 365 for SalesRight For Your Organization?
Contact us for a free consultation to find out if Dynamics 365 is the right solution for your company.